Business Needs

A proven, market leading, private, multi-national technology provider of components on six continents, to the consumer products sector, was seeking top-line and market-share growth in a mature market.  Customer contracts were typically one-year, fixed-priced and regionally negotiated. 

Solution

Stonebridge led the implementation of a new global key account approach and process, senior management involvement, engagement prioritization, and global customer strategies that included globally negotiated multi-year deals.  These included variable pricing components for materials, inflation adjustments and growth incentives to optimize margins.   New communications and branding approaches emphasized “one global company” with added-value solutions and distinct competitive advantages in quality, global supply chain, capabilities, innovation and global reach.  Enhanced global leadership and sales incentive plans to provide added focus on new business and profitable revenue growth were implemented.   A new, comprehensive business plan was developed for the next stage of restructuring.

Results

Multi-year deals with all key global customers were secured, providing a guaranteed revenue stream going forward, offering supply chain optimization and cost reduction opportunities.  Succeeding first-year revenue growth was three times industry market growth.